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Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of the Microsoft cloud solutions and services, to support our mission to empower every person and every organization on the planet to achieve more. As a global leader on the corporate team with a perspective across the SAP on Azure portfolio, you’ll be a critical and visible leader internally and externally and will have the opportunity to influence and work with many of the most senior leaders in the business.The Azure Apps & Infrastructure Team is looking for an exceptional SAP on Azure Sales Strategy Leader and cross-team collaborator to partner with stakeholders to optimize global SAP on Azure sales & consumption. Primarily centered on the objective of meeting and exceeding our revenue and scorecard targets for Azure Consumption, this role includes holistically owning the SAP on Azure global sales + partner strategy. This entails developing priority enterprise and scale motions with executable go-to-market initiatives coupled with field role design, coverage, capacity, and compensation.As the SAP on Azure Sales Strategy Lead, you’ll partner closely with stakeholders including senior leaders in the Product Group, Business Group (BG), One Commercial Partner team, Customer Success, as well as Small, Medium, & Corporate (SMC) business units to shape & execute global SAP on Azure sales motions.Responsibilities
Strategy Development & Evolution: Leverage Microsoft platform and competitive industry knowledge to partner with Engineering, Product Marketing, Services and Partner teams to create a multi-year strategic roadmap of field sales strategy and high value sales motions and customer offerings
Drive Field Sales Model: Own and land field role design (for SAP on Azure STU, and Global Black Belts), blueprints, compensation/incentives, scorecard metrics and targets, and field seller readiness curriculum/collateral
Lead Change Management Efforts: Develop strategies and landing models to effectively scale existing and introduce new sales model concepts across Microsoft Strategic and Enterprise customer segments and Partner/Channel communities
Control and Monitor Results: Analyze sales outcome and customer feedback to drive continuous improvement to drive sustainable revenue and consumption growth
Closed Feedback Loop: Facilitation and delivery of closed feedback loop with key executive sponsors and cross-organizational partners including Engineering, Product Marketing, WW STU/Customer Success, Inside Sales, OCP, Services
Field Connection & Immersion: Establish field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council.
Field Landing & Readiness: Ensure successful rollout across the world to help land sales initiatives, GTMs, and readiness plans. Includes as appropriate engagement in virtual training, Executive meetings, field readiness events, etc.
Best Practice Sharing: Partner with internal stakeholders and business sponsors to maximize sales synergy via knowledge transfer and best practices sharing.
Qualifications
At least 10+ years of management consulting experience (or equivalent) and 5+ years of Enterprise sales experience for Cloud and SAP technologies
Strong understanding of the customer segments, industry verticals, and their corresponding sales engines with demonstrated success in driving revenue growth in new business models
Strategic thinker able to identify opportunities and alternatives while influencing a large team to execute on them (with demonstrated results)
Proven track record of working at senior levels across Microsoft, Partners and/or Customers
Highly adaptable, and strong collaborator, fierce advocate and influencer
Strong communication, community and program management skills and experience
Experience of designing, building and executing highly successful global programs and strategy at scale
Partner management, product marketing and/or field sales experience within Microsoft is a plus.
Autonomous, results driven as well as strong team plays with demonstrate the ability to influence cross group agendas (including at an executive level) while driving non-reporting teams to perform.
Work Experience : Prior work experience within a software and/or services company such as SAP, Amazon Web Services, Google a plus
Bachelor’s degree or equivalent required; MS / MBA a plus.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form at https://careers.microsoft.com/us/en/accommodationrequest .Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Keywords : Biz Ops, SAP, Azure, Business Strategy, Sales Strategy, Sales, Management Consulting, Cloud Infrastructure, Business Development, Partner Management, Product Management, Field Sales, Program Manager, Collaboration, Project Management, Communications.
